Sales people are necessary for any business. These individuals bring in the revenue from which salaries to operational costs are paid. With some good planning, there may actually be some money left over (profits) that can be reinvested.
Yet finding good salespeople still is a challenge. The problems are many from a lack of specific sales skills to poor management to even misaligned operational policies. However, the major problem probably resides within each individual.
During the last 10 years I have been approached by many people who say they want to sell, but as the conversation progresses what they really want is either a steady paycheck. With sales research still suggests that anywhere from 30 to 70% of all sales targets are not achieved only further reinforce that far too many salespersons truly do not want to sell, but only want the paycheck.
For example, sales quotas, targets or goals are usually set based on past historical experience. For the business or organization to grow, these baselines must also grow as well. However given that most sales (80%) are made between the fifth and twelfth contact and 80% of all salespersons stop after the third contact, again demonstrates that only a few truly want to sell.
The act of selling goes beyond the exchange of dollars for products or services. This is truly a profession where as Jeb Blount states in his most recent book, People Buy You. If you are not around, leave before your potential customers can know you and then buy you, no wonder so many sales leads and unfulfilled selling efforts are left withering on the vine and then turn to dust.
As in any professional endeavor, you must want to be the best at your craft. Just to collect a paycheck is not the reason to enter the arena of selling or any other industry or position. And you must have both motivators and talents to excel allowing you to avoid becoming one of those who just wants a paycheck.
Personal accountability
Common sense
Self starting ability
Attitude toward honesty
Personal commitment
Realistic personal goal setting
Relating to others
Evaluating what is said
Problem solving
Flexibility
Along with these top ten talents requires having at least two of these six motivators integrated within pushing the grand total to 12:
Material possessions
Personal relationships
Self improvement
Sense of belonging
Sense of mission
Status and recognition
Wanting to sell starts from within and is unique to each person even though the results may not be. Having a paycheck goes beyond talents and is truly identified by what motivates a person to increase sales. Since motivation means to come from within, then by knowing at least two of these motivators plus the other 10 talents, will help to identify those who have the passion for selling from those who just want the paycheck.
